In this episode of the Expert Insight Interview, host John Golden talks with Tony Morando. Tony is the Chief Sales Officer at his company. He has worked in sales for 19 years. He started as an account executive and worked his way up to the top. Tony shares what he’s learned about growing strong sales teams.
1. From Salesperson to Leader
Tony’s Early Days
Tony started with cold calls and learning how to talk to customers. This helped him understand sales from the bottom up.
Leading a Team
He says good leaders help their teams grow. He believes in trust, support, and letting team members take ownership.
2. Coaching Matters
Helping Others Succeed
Tony spends a lot of time coaching. He coaches his team and also teaches managers to do the same.
Daily and Quarterly Check-ins
- Daily huddles let everyone share their goals and wins.
- Quarterly training helps the whole team stay on track and improve skills.
3. Why Standardization Is Key
One Way to Sell
Tony says when everyone sells differently, it’s hard to see what works. He uses sales playbooks to keep things consistent.
The Results
- Teams close more deals.
- More people reach their sales targets.
4. Hiring the Right People
Finding Talent
Tony uses LinkedIn and networking to find good people.
Attitude First
He hires people who are positive and willing to learn. New hires get strong training and support from the team.
5. Meeting New Employee Needs
Culture Counts
Workers today want to feel like they matter. Tony creates a family-like place where people feel heard and appreciated.
Teamwork Across Roles
He supports working across departments to get better ideas and results.
6. Remote Work and Staying Connected
Lessons from COVID-19
Working from home helped, but sometimes made teamwork harder.
Keeping the Team Close
Now, video calls and face time help rebuild those close connections. Everyone keeps their camera on during meetings to stay engaged.
7. Smart Sales Operations
Making Things Better
Tony has built a special team to help with customer support and retention.
Quick Responses Matter
His team split inside and outside sales roles. Moving inside sales closer to the factory helped them answer faster and serve customers better.
8. Planning for Now and Later
Setting Goals
Tony’s company makes a 3-year plan but also short-term ones. This helps teams focus on both today and the future.
Checking Progress
Regular meetings help them track wins and make changes if needed.
9. Celebrate the Wins
Appreciating the Team
Tony knows hard work matters, but so does celebrating success. A happy, recognized team stays motivated.
Final Thoughts
Tony Morando shows that great sales leadership comes from experience, coaching, clear goals, and teamwork. His tips can help leaders build strong, successful sales teams ready for anything.
Our Host
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.
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